In this episode, The Annuity Man discussed:

• Why do agents tell stories?
• Protecting yourself from bad pitches
• Don't listen to these stories
• The only two important questions

Key Takeaways:

• In sales, managers will often tell their people that stories sell and that they do, so you have to watch out for hypotheticals, testimonials, and anecdotal "evidence."
• Here's how you can protect yourself from liars who'd sell you stories: write down their sales pitch exactly how they said it and how you understood it. Sign and date it at the bottom and flip it over to them. Have them sign the contract, so they're on the hook if they lie in their pitch.
• Never base your decision on a back-tested number; those are basically stories. If they tell you all about the people who own what they're selling, don't listen - those are stories. Never base your decision on up-front bonuses; you're smarter than that - there's no such a thing as free money.
• There are only two important questions: "what are the contractual guarantees" and "when do you want those contractual guarantees to start." By answering those two, we can determine whether you even need an annuity or which type will provide the highest contractual guarantees if you need an annuity. There are no stories with contractual guarantees.

"Don't buy the dream because you're going to own the contractual reality. Don't buy the story, buy the contract." — Stan The Annuity Man

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